Take a digital-first B2B sales approach: Key lessons from Tesla


No matter what you think about Tesla, there are a few things you can surely learn from the company’s success.

In recent years, Tesla has revolutionized how cars and solar panels are sold online. Instead of relying on human sales representatives, Tesla has created a seamless, digital buying experience that allows customers to purchase vehicles and solar panels directly from the company’s website. 

Although Tesla is a consumer company, there’s a lot that B2B companies can learn from Tesla’s approach. 

Aligning with the modern buyer’s journey

One of the reasons why Tesla’s digital-first mentality works so well is that it aligns with the modern buyer’s journey. Today’s buyers are highly educated and do a lot of research online before making a purchase. 

By providing detailed information about their products—including specifications, pricing, and options—Tesla makes it easy for customers to do their research before making a buying decision. Additionally, by allowing buyers to customize and purchase vehicles online, Tesla eliminates the need for a sales representative, making the buying process quicker and more efficient.

Customizable product? No worries, we’ve got you covered

B2B companies can learn from Tesla by adopting a similar digital-first mentality. For example, if you’re a B2B company that sells industrial equipment, you could create a visual product configurator where buyers can customize and purchase equipment directly from your website. 

Tesla Motors, Tesla Model 3 Configurator

Product configurators make complex selling easier by allowing customers to select from a range of options and features and get the answers they need in real-time.

The rise of visual CPQ products has been massive. Companies of all sorts are adopting these tools to improve their buying experience. So whether you’re selling PVC warehouses, industrial machinery or even dental chairs, you should consider upgrading the experience you provide.

Like you can see from the example below, you don’t even need to provide the exact price, but you can give a price estimation and option for the buyer to request a binding quote from your company.

HeadQ Visual Product Configurator

Transparency builds trust (psst and sales!)

Many B2B companies still prefer not to reveal their pricing information online. This leads to a situation where many unwanted customers end up reaching out to the company, forcing sales representatives to handle bad-fit leads.

There are a few reasons why B2B companies should follow Tesla’s example of transparently displaying prices. First, it builds buyer confidence. When you’re transparent about the prices of your products, you communicate to the buyer that you’re trustworthy and have nothing to hide. This can be especially important in B2B sales, where larger sums of money are involved and buyers may be more cautious.

Second, transparent pricing makes the buying experience a lot easier. When buyers can see your product prices upfront, they can make faster, more informed decisions. They don’t have to waste time requesting quotes or going through a long negotiation process. They can also compare prices across different suppliers and products more easily, which leads to better buying decisions.

Third, transparent pricing can increase conversions on your website. Faster buying decisions translates to higher conversions and sales for your company. Additionally, when you’re transparent about your prices, buyers are less likely to abandon their shopping carts or cancel their purchase.

Give Tesla’s approach a try 

Tesla’s success in selling cars and solar panels online without the need for human sales representatives can be attributed to their digital-first mentality. By providing detailed information about their products and allowing buyers to customize and purchase directly from their website, Tesla makes the buying process more efficient and aligned with the modern buyers’ journey. 

As a B2B company, you can adopt a similar approach and create an online platform for buyers to customize and purchase your products directly from your website.

Let’s repeat Tesla’s success for your business. Join the waiting list for HeadQ—the easy-to-use platform tailored to how you sell.